ViewPoint

Marketing Automation is Not Marketing Strategy

ViewPoint

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology.

And People In Hell Also Want Ice Water

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. He stands 6’5” in custom-made cowboy boots, and wears a wide-brimmed straw cowboy hat that cost as much as the boots.

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Trending Sources

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

ViewPoint

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Christopher Hosford is a frequent guest blogger for ViewPoint. By Christopher Hosford, editor-in-chief, HosfordGroup LLC.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

ViewPoint

Matt Heinz, President of Heinz Marketing When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results—more customers, higher revenue, lower costs. Click to start video at this point —In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.”

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PowerViews with Ruth Stevens: The Science (not the art) of Marketing

ViewPoint

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. The amount of data available to marketers today can be overwhelming.

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

Good Reads for B2B Marketing - Protect Your Online Reputation

ViewPoint

B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees.

Good Reads for B2B Sales - Cold Calling Revisited

ViewPoint

Partners in EXCELLENCE president and blogger David Brock challenges that sales professionals go beyond providing rudimentary features and benefits. Customers need strong business justified solutions, he exclaims.

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

ViewPoint

Today's guest blogger is Jeff Molander. I am successfully using Linkedin for sales prospecting by applying a simple system—making sure Group members: Create valuable content (answers to burning questions prospects/customers ask all the time). Custom media publishers already know this approach works (outside of LinkedIn).

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Culture Always Wins: Closing the Cross-Cultural Sale

ViewPoint

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. customer. “Of The Indian’s assumption is that good customer service requires an unqualified yes. The more salespeople ask, the deeper they will get with the customer. Salespeople and customers exchange emails.

Successful Content Marketing Plans Do 1 Thing Really Well

ViewPoint

Today's guest blogger is Jeff Molander. Pick an itch your customer has and scratch it with blog, video or some other form of content. Solve a common problem that relates to the end goal your customer is pursuing, for instance. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker.

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PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

ViewPoint

He is a frequent speaker, blogger and contributor to many B2B marketing publications. He concludes, “I think marketers and salespeople who truly get to know their customers will be light years ahead because now you can plan the content and plan the delivery of that content.

Andy Rooney on Sales Leads

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. You lose a prospect, a customer and the sale and your competitor wins. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.”

Marketing’s Wish List to the Sales Department

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. "So That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. So what do you want from your salespeople?” I asked the marketing manager.

How many inquires does it take to make quota?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. iii Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26. iv Donath, Obermayer, Dixon and Cocker, Managing Sales Leads, How to Turn Every Prospects into A Customer, NTC Polishing, Americana Marketing Association.

4 Trends Shaping B2B Marketing in 2011

ViewPoint

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses.

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

ViewPoint

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Customer acquisition.

The Compensation Conundrum

ViewPoint

We're pleased to have Ginger Conlon join us as a guest blogger today. Additionally, the process of defining the when and who aspects of lead qualification should be addressed on an ongoing basis, as business, customers, and markets evolve.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult.

Five Ways B2B Marketers Can Get the Most from Facebook

ViewPoint

T oday we're pleased to have Paul Gillin as our guest blogger. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. Southwest Airlines encourages customers to post problems on its wall and follows up with a personal outreach.

New Response Databases - Valuable Resource for B2B Marketers?

ViewPoint

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

What if CRM had not been invented?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?”

Marketing Managers Must Know the Sales Quotas

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The remaining $18, 000,000 have to come from current customers (repeats) and new customers.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

ViewPoint

Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business.

A 3 Step Process to Make Social Media Produce Sales

ViewPoint

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Follow customers into social spaces.

Predicting Sales Results from a Group of Inquiries

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. i Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26 Last month we tackled the issue of How many inquiries does it take to make quota? We started with a sales figure of $7,500,000 that our example company needed to make quota.

Why Engagement Will Not Generate Leads (and what to do about it)

ViewPoint

Today's guest blogger is Jeff Molander. The ugly truth is, for many of us, engaging customers creates profitless prosperity—impressive marketing statistics that don’t ultimately, directly help generate leads and sales. The content they create solves customers problems or vividly demonstrates (proves…think “infomercial”) compelling experiences relating to their service.

Do Your Sales Prospects Have Their Own Poker “Tells”?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. I’ll bet your Customers Give You Buying “Tells” In most instances, for marketers, the mark ( oops I meant prospect) gives you Tells that they are ready to buy.

7 Social Media Mistakes Bloggers Should Avoid

Writing on the Web

Here are Paul’s 7 Social Media Mistakes Bloggers Should Avoid. One of the best things about social media is that it can help you understand what your customers think about your products and services. This will improve customer engagement and trust.

The One Thing That’s Better Than Knowing Your Customers

grow - Practical Marketing Solutions

Knowing your customers is a never-ending quest for most marketers. Understanding the customer helps marketers position the product, and sales teams persuade consumers to buy. However, there’s one thing that is even better than knowing your customers.

The 30 possible ways you can create customer value

grow - Practical Marketing Solutions

30 ways to create customer value. Companies that could claim four or more value elements had, on average, three times the NPS of companies that focused on just one customer value, and 20 times the NPS of companies with none. By Mark Schaefer.

The next generation of bloggers is here. And they are computers

grow - Practical Marketing Solutions

Soon, we will be able to quickly and accurately optimize everything for our readers and customers — a headline, an email subject line, a tweet. Illustration courtesy Flickr CC and Justin Aerni The post The next generation of bloggers is here. The writing bots are here.

Lead your customers to your best online content: here’s how

Biznology

That’s why having a smart content strategy is absolutely essential when it comes to using your online content to attract new customers. Here’s how you can lead your customers to your best content and keep them on your website longer.

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6 Engagement Marketing Lessons from Successful Video Bloggers

Modern B2B Marketing

Author: Elaine Ip If anyone has mastered the art of engaging an audience, it’s successful video bloggers (otherwise known as vloggers). Customers purchase—but fans purchase and then go on to spread the word about your business.

7 Tools for Finding & Connecting With Influential Bloggers

Hubspot

Bloggers are trusted voices who can bring in customers and help you build your community. Reaching out to potential blogger is a more intricate process nowadays than it was even five years ago. Want to achieve worthwhile results from your blogger outreach efforts?

The Ultimate List of Websites Every Blogger Should Bookmark

Hubspot

All bloggers have a number of websites that they visit every single day. What are some of the best websites that all bloggers should add to their bookmark bar? 22 Websites Every Blogger Should Bookmark. If you're a HubSpot customer, you can bookmark your HubSpot Calendar App.

Earned-media micro-influencer marketing primer

Biznology

“Value in marketing, also known as customer-perceived value , is the difference between a prospective customer’s evaluation of the benefits and costs of one product when compared with others. Back then we called it blogger outreach and blogger engagement.

Five ways to be a more confident blogger

grow - Practical Marketing Solutions

How can you overcome this trepidation and become a more confident blogger? Being an effective blogger means having the courage to be imperfect. A lot of people get spooked about the word “blogger” like it is a special designation you need to earn or something.

I am a blogger. In other words, a piece of meat.

grow - Practical Marketing Solutions

If you are a blogger, expect to be copied, cheated, and ransacked. For example, An advertising firm in Chicago recently used one of my blog posts in their monthly marketing newsletter to customers, without permission, without attribution … as their own original material.

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How to engage bloggers down the long tail

Biznology

It’s essential for brands to have access to and a relationship with their current customers and clients as well with their fans, natural allies, their topical neighborhood, and their prospective and future clients. How to Engage Bloggers Down the Long Tail from Chris Abraham.